How to Scale Revenue from Start-up to Growth Stage with CRO Robby Allen

As your company expands and evolves, so do your priorities for scaling revenue.

It can be quite a transition, but there are critical steps that need to be taken to be fully equipped for success.

Robby Allen, CRO at AgentSync, is known for his strategic prowess in optimizing revenue at all stages of business growth and wants to share his playbook with you on how to do it effectively.

In this episode of the Run Revenue Show, Robby shares the transition from VP of Sales to Chief Revenue Officer, the key tips to help make the transition seamless, and how to work best at different stages of business growth.

Here’s what’s inside:

1. Focus on lifetime value. Focus not just on customer acquisition but also on customer retention and growth. Hone in on your Ideal Customer Profile and understand the cost to serve each customer, especially in enterprise segments. Analyze not only the revenue each customer will generate but also the resources needed to support them post-sale. Implementing this as a strategy will help increase the LTV of each customer, contributing to healthier revenue.
2. Reassess incentives regularly. This plays a crucial role in driving the desired behaviors within your sales team. As the company grows and the market changes, so should your incentive plans. Keep them aligned with your current organizational objectives, helping ensure everyone is working towards the same goal.
3. Prioritize post-sales processes and customer success teams. To prevent churn and protect revenue, a strong post-sales process and a framework for delivering value to customers are crucial. Consider making customer success a revenue-oriented function; give attention and resources to the post-sales team, include your Customer Success Managers early in the sales process, and recognize their impact on revenue. A cultural shift recognizing the revenue impact of customer success teams can be a significant growth driver.

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